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Chemical Manufacturer Implements Value Pricing to Reduce Margin Erosion

value pricing

The Situation

  • Privately owned leading national distributor of industrial chemicals with multiple distribution centers.
  • Margins were eroding due to lack of standard practices in handling various order-to-delivery work streams including quoting, price changes, and customized pricing.

Argo’s Solution & Approach

  • Developed a playbook of best practices to standardize key business processes and creating a culture of performance accountability.
  • Implemented and standardized managing procedures for ordering, invoicing, and purchasing and instituting accountability to drive continuous improvement.
  • Initiated and developed a formalized price book process to establish accurate list prices and reduce margin erosion.

RESULTS AT A GLANCE

$3.9M

Increased EBITDA

30%

Increased quote-to-yield rate

60%

Reduced invoicing errors

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